The endowment effect – the tendency for owners (potential sellers) to value objects more than potential buyers – is among the most widely studied judgment and decision-making phenomena. However, the current research is the first to explore whether the effect varies across cultures. Given...

Intergroup research has focused primarily, if not solely, on how an intergroup comparative context primes social categorization. The current research examines how individual differences, in terms of distinct forms of social self (the relational versus collective self), differentially drive...

The role of emotional messages in interpersonal influence is powerful but under-explored in the social influence literatures. In this extended abstract, we propose a connectionist approach and argue that the exchange of emotional messages in social influence encompasses dual processes of...

This paper develops an expectancy model for Chinese-American differences in conflict-avoiding, and tests this model using a scenario study with respondents from Taiwan and the US. Our results show that a higher Chinese tendency to avoid conflict is explained by higher Chinese expectations that...

This paper argues that developing productive relationships is an essential capability of effective leaders. Research both in the East and the West has demonstrated that managers who develop effective relationships motivate and inspire employees to solve problems and perform effectively. It is...

A laboratory study of group decision making found that social context (competitive or cooperative) and decision strategy (consensus or majority voting) affected decision acceptance, understanding, decision time, and affective reactions to the group, although decision quality was not affected

Empirical tests have indicated that following the Vroom-Yetton Normative Model of leadership predicts reliably to successful managerial decision-making. However, it does not consider the kind of social interaction among decision makers. Recent experiments have demonstrated that controversy...